Reconceptualizing the measurement of multidimensional salesperson job satisfaction
- UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
- James S. Boles, Professor (Creator)
- Institution
- The University of North Carolina at Greensboro (UNCG )
- Web Site: http://library.uncg.edu/
Abstract: Job satisfaction is a key construct in many models examining salesperson attitudes, intentions, and behaviors. Job satisfaction has often been conceptualized and measured as a multidimensional construct – often via the INDSALES scale. Yet many researchers have not utilized this scale due to its length. Further, extant versions of reduced INDSALES scales are lengthy and have been questioned about whether they accurately represent the dimensions measured. The current research revisits the INDSALES scale and provides a reduced version based on more-advanced techniques than used previously. The proposed reduced scale is of benefit to subsequent research using a multidimensional measure of job satisfaction.
Reconceptualizing the measurement of multidimensional salesperson job satisfaction
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Created on 12/15/2021
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Additional Information
- Publication
- Journal of Personal Selling and Sales Management 39 (3), 287-298. https://doi.org/10.1080/08853134.2019.1601018
- Language: English
- Date: 2019
- Keywords
- job satisfaction, measurement, sales management, INDSALES